Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Empowering the Sales Organization with Analytics - Last In a Three Part Sales Planning Series

December 13, 2017

  Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performan

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Webcast

Webcast • Sales Technology, Sales Operations, Sales Enablement

Building a Sales Enablement Charter for 2018: Lessons from HubSpot

December 11, 2017

  Running headlong into the world of sales enablement? You’re not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the

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Webcast

Webcast • Strategy & Planning, Sales Operations, Analytics

Implementing Incentive Compensation Changes - Part Two of a Three Part Sales Planning Series

December 01, 2017

  Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensat

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conference archives

Conference Archives •

Workshop - Making Sales Management Training Stick

November 29, 2017

  Why do so many training initiatives have such little impact on performance? The answer, as many change management theories are quick to point out – is that training alone won’t get people to change what they do or how they do it, no matter how good, targeted, or relevant th

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conference archives

Conference Archives •

Case Study - Scaling Sales Excellence at Tech Unicorn MongoDB

November 29, 2017

  MongoDB’s sales force has grown dramatically in the ten years since its founding in 2007. Now serving over half the Fortune 500, and more than 4,300 customers in 85 countries, the firm’s sharp growth trajectory is supported with finely tuned sales effectiveness solutions.

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conference archives

Conference Archives •

Keynote Panel - Building a High Performing Sales Operations Function

November 29, 2017

  High performing sales operations functions focus on a strategic charter, while efficiently executing tactical responsibilities. This panel discussion showcases leading practitioners’ approaches for staffing, planning, and executing core sales operations responsibilities. Panelist

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conference archives

Conference Archives •

Keynote Panel - The Four Salesmen of the Apocalypse: Automation, Analytics, Artificial Intelligence, and Autonomous Workers

November 29, 2017

  In the Book of Revelation, four horsemen (Death, Famine, War, and Conquest) open a can of world-ending whoop ass before the last judgment. Four forces are similarly positioned as harbingers of the sales force’s demise. They are automation, marketing, artificial intelligence, and

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conference archives

Conference Archives •

Panel - Taking the Babble Out of Sales Enablement

November 29, 2017

  Heard of “sales enablement?” It’s a term cooked up by technology vendors a decade or so ago, hoping to add sizzle to content management solutions – platforms that distribute marketing content to, and through, sales forces. Distributing content might not be the s

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conference archives

Conference Archives •

Case Study - Territory Optimization: A Critical Component to Manheim’s Sales Strategy Evolution

November 29, 2017

  As North America’s leading provider of vehicle remarketing services, Manheim connects buyers and sellers to an extensive wholesale vehicle marketplace and auction network. Its 18,000 employees enable Manheim to register about 8 million used vehicles per year, facilitate transacti

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conference archives

Conference Archives •

Workshop - New Trends in Sales Performance Management

November 29, 2017

  Progressive firms are doing more with sales performance management (SPM) tools, which in the past often focused on incentive compensation management. Using metrics to model various territories, balance resources, and predict outcomes; implementing rewards systems that are aligned with

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